The Pipeline

MARCH 3, 2014

So I did a quick search through my e-mails, sales software, LinkedIn, but nothing. And while the debate over the pros/cons and merits of inbound vs. outbound will continue, and will the results of both, I hope we can all agree that this type of prospecting is truly nowhere bound. What’s in Your Pipeline? Tibor Shanto .

Inbound 287

Inbound Outbound Follow-up Energy 287

Zoominfo

NOVEMBER 1, 2024

And account-based marketing software is what helps your team nail all three with perfection. ABM software tools tend to have similar capabilities and characteristics. We’ve pulled together this list of top ABM advertising software platforms to help bring some clarity to your search. What is Account-Based Marketing Software?

Account Based Marketing 130

Account Based Marketing Account Software Software 130

Zoominfo

OCTOBER 22, 2020

At this year’s virtual event Henry Schuck, delivered a keynote presentation called “Hit Your Number: How To Fast-Track Your Outbound Sales and Marketing in Europe.”. And the first thing people usually think is: can I even do outbound sales in Europe? This legitimate interest component is where outbound sales and marketing lives.

Outbound 246

Outbound Ideal Customer Profile NetSuite Microsoft 246

Zoominfo

SEPTEMBER 17, 2024

Tom Slocum, Founder of The SD Lab Eric Nowoslawski, founder of outbound agency Growth Engine X , agrees that funding can be a valuable signal for sales teams. However, with hundreds of thousands of software products alone released every year, researching or responding to most of them manually simply isn’t feasible.

Hiring 214

Hiring Data Prospecting Lead Rank 214

Understanding the Sales Force

JANUARY 15, 2025

The recent articles about BANT generally fall into two categories: Uninformed: The typical proponents of BANT are non-sales experts, often marketing people or marketers of a software application, who have little to no real-world sales experience or expertise beyond a general understanding of inbound/outbound.

Sales Process 173

Sales Process Lead Rank Lead Scoring Sales Qualified Lead 173

Sales 2.0

SEPTEMBER 18, 2020

Research from XANT looked at the optimal “cadence” for prospecting based on the masses of data available to them through companies’ usage of their software. Their study looked at 479,140 outbound cadences from nearly 9,000 companies. The upshot is that they recommend having eight (8) “touches” in your outbound cadence.

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

DiscoverOrg Sales

MAY 29, 2019

A sales demo that’s focused on a few specific solutions may require more discovery time on the front end; this is especially true if you sell software with a wide range of features and use cases. The modern sales software demo is value-based, and focused on use cases that address the prospect’s unique and specific problems.

Software 198

Software Software Decision Maker Lead Rank 198

Zoominfo

JANUARY 24, 2024

Sales teams can make up the difference using outbound sales techniques. But given the rise of inbound sales over the past decade, some reps may have less experience with outbound motions. What is Outbound Sales? By definition, reps working outbound processes need to work a little harder.

Ideal Customer Profile 130

Ideal Customer Profile Outbound Sales Qualified Lead Top of Funnel 130

No More Cold Calling

APRIL 15, 2021

Talk to any software vendor, and they can’t wait to show you their cool software. Problem is, buyers don’t actually buy software. They buy what software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc. How could we, when we’re all typing instead of talking to potential clients?

Lead Gen 397

Lead Gen Sales Qualified Lead Marketing Qualified Lead Leads 397

Zoominfo

DECEMBER 6, 2022

Outbound lead generation can be a thing of beauty or a nagging disappointment. If you’re a sales leader, it’s crucial to master the elements of outbound for your team. The Elements of an Outbound Sales Cadence An outbound sales cadence is a list of the specific efforts (calls, emails, LinkedIn messages, etc.)

Outbound 130

Outbound Quota LinkedIn Follow-up 130

SBI Growth

FEBRUARY 26, 2013

They captured new leads using 97% outbound cold calling. Wrong Solution : The VP of Sales, desperate to provide more leads, doubled the outbound calling staff. Overview: Beta Company provided a software product that was one of top 3 solutions within their small-medium business target market. Leads stayed the same.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

SBI Growth

MAY 5, 2013

Kathy is the CMO of an emerging software company. This is 54% more leads than traditional outbound leads. Inbound marketers saved an average of 13% in overall cost per lead and more than $14 dollars for every new customer acquired vs. those relying on outbound strategies. Kathy always has great insights to share.

Cost per Lead 323

Cost per Lead Inbound Buyer Persona Cost per Acquisition 323

Hubspot Sales

MAY 26, 2023

That’s why mastering an outbound call is so important. Outbound calls are any call made by your business, while cold calls happen when sales representatives call prospects without knowing if they’re interested in your offerings. How to Make Effective Outbound Calls 1. Use the right software. First impressions matter.

Outbound 122

Outbound Inbound Cold Calling Buyer Persona 122

Mr. Inside Sales

JUNE 2, 2018

How Artificial Intelligence (AI) and Sales Automation Software Tools Platforms are Affecting Inside and Outbound Sales. The post Artificial Intelligence AI & Sales Automation Software Tools Platforms appeared first on Mr. Inside Sales. AI and Inside Sales: 3 Things You Need to Know Now. By Mike Brooks, [link].

Sales Automation 147

Sales Automation Software Software Tools 147

Zoominfo

FEBRUARY 5, 2024

But today’s outbound lead generation tactics are more than just dialing for dollars. Here’s how to effectively execute outbound lead generation, with examples and definitions to get you started on a new or refreshed strategy. What is Outbound Lead Generation? What is an Outbound Lead? First, you need the right people.

Lead Generation 130

Lead Generation Outbound Lead Rank Sales Qualified Lead 130

LeadBoxer

NOVEMBER 1, 2020

This division between effective and ineffective marketing strategies can be acutely seen when comparing inbound vs outbound marketing. What is Outbound Marketing? Effectiveness of Outbound Marketing What is Inbound Marketing? Outbound marketing is how your grandfather was marketing. Source What is Inbound Marketing?

Inbound 104

Inbound Outbound Lead Rank Lead Scoring 104

Zoominfo

DECEMBER 20, 2024

Sales acceleration platforms are comprehensive software solutions designed to streamline sales processes. Groove Groove is a sales engagement platform that focuses on automating time-consuming tasks such as email and outbound call logging, activity capture, and meeting scheduling. What Are Sales Acceleration Platforms?

Scale 130

Scale SalesForce Analytics Hubspot 130

Hubspot Sales

DECEMBER 15, 2020

Enter: Call recording software. Call Recording Software. Call recording software records phone calls in a digital format via voice over internet protocol (VoIP) — which allows you to make calls over internet connection — or traditional phone. Benefits of Call Recording Software. Call Recording Software.

Software 141

Software Software Hiring Lead Rank 141

Sales Gravy

JANUARY 14, 2025

Eric in Lewiston, Maine, asks how to use last years data to create and accurate sales plans and evaluate software tools (like CRMs and ZoomInfo) to make those goals happen. Its easy to drop serious money on software and then let it collect dust. Its easy to drop serious money on software and then let it collect dust.

Data 98

Data Tools Intent Data Top of Funnel 98

Sales Hacker

JUNE 11, 2020

Many companies wrongly think they have to either build an inbound prospecting strategy or an outbound one. Let’s take a look at the best practices for inbound and outbound sales and how you can balance both to fill the top of your sales funnel with lots of high-quality leads. Larger deals usually require a targeted outbound strategy.

Inbound 115

Inbound Outbound Ideal Customer Profile Top of Funnel 115

Hubspot Sales

JULY 22, 2024

A modern enterprise communication solution can help simplify your outbound communications by connecting your telephone sales with your other digital channels. Even as an outbound tactic, with enough research and qualification, a cold call can be executed in a way that's no longer “cold.” Rep: Aja Frost, my name is Dan from Outbound.

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

Sales Hacker

AUGUST 20, 2024

Matt has 25 years of experience in the software industry, most recently leading a $700 million business at Infor. Ever wonder what automating your entire outbound workflow could do for your revenue team? The post GTM 108: From CPA to CRO – Lessons from a 25-Year Software Sales Career with Matt Breslin appeared first on GTMnow.

Cost per Acquisition 122

Cost per Acquisition Infor Software Software 122

Sales and Marketing Management

JULY 13, 2020

Accounting for the various types of salespeople, the steps you take should empower both in-office interaction as well as hard-to-control outbound scenarios. As of now, you might have your entire fleet grounded at home, including fully in-house teams as well as salespeople who depend on outbound visits. Determine the Where.

Face-to-face 257

Face-to-face Outbound Collateral Conference 257

Zoominfo

SEPTEMBER 10, 2020

Specifically, it can integrate with your lead management software, which can then help a sales team filter out blacklisted or inaccurate numbers. Automatic Updates: Any good sales dialer should be able to integrate with your CRM software. Ultimately, a sales dialer won’t let you miss out on leads that could just be your next customer.

Closing 264

Closing Call-back How To Outbound 264

Zoominfo

AUGUST 14, 2020

Today, we’re going to turn our focus to outbound GTM motion, but before we do, let’s talk about commitments. That comes from the 175+ outbound-sourced demos we book every day. Contrast that with other software companies that have to actually go out and buy this talent. Let’s talk about our outbound SDR motion.

Hiring 200

Hiring Lead Scoring Lead Rank Outbound 200

No More Cold Calling

JUNE 7, 2018

Talk to any software vendor, and they can’t wait to show you their cool software. Problem is, buyers don’t actually buy software. They buy what your software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc. Our messages are mostly digital, and they all sound the same.

Referrals 276

Referrals Sales Qualified Lead Marketing Qualified Lead Leads 276

PandaDoc

APRIL 20, 2022

Creating an effective outbound sales strategy for your team can be a tricky proposition. Instead, you’ll have to take a more targeted approach to earn leads with outbound strategies. But just because the days of cold calling and big email blasts are mostly gone doesn’t mean that the outbound sales process is dead.

Outbound 98

Outbound Top of Funnel Strategy Ideal Customer Profile 98

Hubspot Sales

NOVEMBER 28, 2022

In this post, you’ll explore the best lead distribution software that can help you optimize your sales process and improve lead conversion. What is lead distribution software? The 25 Best Lead Distribution Software. Finding a Lead Distribution Software That Fits Your Needs. The Best Lead Distribution Software.

Distribution 129

Distribution Lead Rank Software Software 129

Zoominfo

FEBRUARY 1, 2018

For B2B software marketers, however, the top sources of new business are organic search, SEM/PPC advertising, and word of mouth referrals ( source ). Outbound leads cost 39% more than inbound leads ( source ). Content marketing generates three times as many prospects as outbound marketing, but costs 62% less ( source ).

Lead Generation 243

Lead Generation Marketing Qualified Lead Sales Qualified Lead Lead Rank 243

Zoominfo

MARCH 13, 2025

.” – Jeremy Melius, Senior Director of Marketing Operations Xactly: Improving Account Scores and Increasing Opportunities Challenge: Xactly, a pioneer in intelligent revenue software, faced a conundrum: too many leads were from accounts outside the companys ideal customer profile (ICP), causing a drain on the sales teams valuable time.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Account Based Marketing Sales Qualified Lead 130

Hubspot Sales

MARCH 7, 2022

Enter cold calling software — the tools that take some strain off of cold calling reps and the managers that guide them. HubSpot Sales Hub's extensive call tracking capabilities make it one of the premier cold calling software solutions available. RingCentral Engage Voice is a dedicated outbound sales and cold calling resource.

Cold Calling 105

Cold Calling Software Software Hubspot 105

MarketJoy

OCTOBER 1, 2024

Explore MarketJoy’s future-focused view of healthcare’s transformation and learn why outbound marketing is the most effective way to engage with this rapidly evolving sector. healthcare continues to evolve at an unprecedented rate, outbound marketing provides a direct and strategic approach to capitalize on the moment.

Outbound 52

Outbound Decision Maker Scale Lead Rank 52

Zoominfo

DECEMBER 20, 2024

The Salesforce AppExchange is a marketplace that makes it easy for busy IT and go-to-market professionals to find and leverage cloud computing and software solutions that work with Salesforce s industry-leading CRM tools and services. Groove Groove by Clari is a sales engagement platform designed to enhance productivity for revenue teams.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

Pipeliner

MARCH 29, 2022

But what features should lead generation software have, and how much does it cost to use such services? What Features Should a Lead Generation Software Provide? In fact, you can meet all your sales needs with this software. But what else can this software be useful for? m to $99/m.

Lead Generation 94

Lead Generation Demand Generation Agencies Outsourcing Services Software 94

SBI Growth

OCTOBER 5, 2013

Marketing Automation - Marketing Automation is the art and science of automatically managing the targeting, timing, and content of your outbound marketing messages in response to prospects inbound actions and online behaviors. The software automates lead management and campaign management.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

Sales and Marketing Management

APRIL 22, 2019

There’s a defined set of playbooks that are used consistently for handling inbound leads, doing outbound prospecting, closing new business, and managing relationships with current customers. Why dial number by number when you can use software that’ll save you time? Business Pain Point #5: Improving New Hire Time to Value.

Top of Funnel 240

Top of Funnel Hiring Quota Revenue 240

Pointclear

JANUARY 4, 2018

This table compares the cost per lead on outbound (PointClear Prospecting/Nurturing) to several other sources of inbound leads. The EVP of Sales at this client, a big division of one of the world’s largest software companies, said that he received zero qualified leads from marketing—except for the PointClear outbound leads.

Cost per Lead 170

Cost per Lead Sales Qualified Lead PointClear Lead Scoring 170